·Utilizes Account management process to identify key customers and to develop specific action plans to grow identified accounts(an integral part of the team in developing/executing customer account plans).
·Identifies potential opportunities with existing and new customers – both direct and indirect.
·Collects project data and compares to the office’s capabilities. 
·Works with Sales Manager to convert leads into opportunities by assigning the appropriate sales process, identifying the appropriate contact within the customer’s organization, identifying required sales team members, making assignments, and communicating the next steps in the process to maximize share of customer’s business. 
·Develops multiple relationships with buying influencers in the customer’s organization, including executive level customers, facility managers, project managers, project engineers, design, construction, and purchasing. 
·Gathers and validates preliminary information and performs facility walk through(when appropriate), construction plan review or other requirements.
·Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations. 
·Work with Sales Manager to form and manage effective teams within the office for prospecting, proposing, and closing business. Energy and sales drive is required with a competitive savvy and persistence.
·Determines needs, develops and executes an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership. 
·Works with Estimator to meet project requirements while minimizing bill of material & subsequent price.
·Works with Sales Engineers, Account Managers, & Estimator to prepare, finalize, and review proposal and develop selling strategy.
·Works with the Sales Engineers/Account Managers to present the proposal and negotiate price, terms, and conditions with customer
·Works with Sales Engineer/Account Manager to prepare transition documents and communicate project readiness for assignment to operations team. Participates in turnover meetings to assure smooth transition.
·Resolves major deviations from scope with team after Project Scope Validation.
·Participates in joint sales calls with Sales Engineers/Account Managers.
·Works with customers to resolve BAS application/quality issues.
·Works with Sales Manager to establish goals and develop quote and sales forecast reporting.
·Assists in the sale of BAS service contracts to existing Tracer customers.
·Active participant in sales meetings.
·Conducts presentations to customers as appropriate to promote/sell controls and TAB. 
·Works with Sales Engineers/Account Managers to negotiate back charges and customer disputes.
·Assists Sales Manager in performance monitoring and appraisal of team members.
·Responsible for coaching and mentoring team members.
·Responsible for communication flow between team members and business leadership team.
·Flexibility to work outside normal work hours, as required.
·Provides marketplace feedback, including competitive information, customer expectations, industry trends, etc.
·Meets or exceeds gross margin requirements.
 Minimum Qualifications and Competencies Qualifications 

Responsible for developing long-term customer relationships and maximizing account penetration and customer retention with building owner, engineer, and contractor accounts with the goal of increasing controls & TAB sales for the district office. The Account Manager – Team Leader is responsible for development, support, and mentoring of account managers on the team; and providing feedback to the sales manager and operations manager relative to opportunities and obstacles to growing the business. 

Bachelor's degree in engineering, business or equivalent from four-year college or university; completion of the Trane graduate sales engineer training course; or equivalent combination of education and experience.

 

Trane is an Equal Opportunity Employer. All qualified candidates will receive consideration for employment without regard to race, national origin, gender, age, religion, disability, sexual orientation, veteran status, or marital status. staffinghelp@trane.com--> 

 

(c) 2007 Trane Inc. Privacy Policy Site Map Contact Us Terms of Use  SiteCatalyst code version: G.6.